Playbook · For Sales Development

Something flagged the account. Rudy answers the next question.

Your CRM and Clay tell you which accounts are worth working. Rudy tells you who on your side can get you in: on the LinkedIn profile you are reading, in the Slack thread where the signal lands, and in a plan you agree weekly.

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Maya Sutton | LinkedInB

linkedin.com/in/maya-sutton

MS Maya Sutton Senior Director IT at Snowflake

BBoomerang3 warm paths

Priya Raman, your VP Customer SuccessRan Maya’s account at Datadog for four years.

Best

Jordan Pace, champion at ArmisReported to Maya’s CTO. Two hops, through his CSM.

2 hop

Dev Kumar, your SDR teamSame class at Stanford. Not in touch since.

Weak

Request intro through Priya

Co-owned goals

Three things you and Rudy both own.

Not three features. Three goals with a name on each, which is the difference between a tool you remember to open and a colleague who turns up.

Reach

Turn an account someone else flagged into a route in. Your CRM or Clay says who is worth working. Rudy answers the next question, which is how you get in.

Open

Make the first line true. A name the buyer recognises beats a paragraph of personalisation about a page they visited.

Protect

Spend the expensive relationships carefully. Three board asks for $50K deals and you do not have a board pillar by year two.

Where Rudy shows up

Where the work already is. Not another tab.

Most of an SDR’s day is research: a profile, a company site, the next profile. Rudy is on the page while you read it, answers signals where they land, and still keeps the weekly plan.

1In your browser

On the profile you were already reading

Open a LinkedIn profile, a company page or the company’s own website. The warm paths are right there, with why each one is real and a Request intro on every row.

SnowflakeB

snowflake.com

Snowflake

The AI Data Cloud

BBoomerang2 of 4 paths

Priya RamanKnows their Senior Director IT.

Best

Jordan PaceTwo hops, via his CSM.

2 hop

Request intro

2When a signal lands

When Clay flags the account

The flag lands in your signals channel. Rudy answers in the thread, names who knows the buyer and tags them, so the question is asked before anyone opens a sequence.

# signalslive

ClayApp9:02 AM

Snowflake moved to tier 1: new data platform budget, 3 job posts.

1 reply

RudyAppin thread

Snowflake is in market. Two people here know the buyer.

@Priya Raman you ran Maya Sutton’s account at Datadog. Close enough to ask?

Draft the ask Not this one

3On a weekly rhythm

The plan you agree on Friday

Everything the extension and the signals turn up rolls into one short list you agree on Friday, with an owner and a reason on every item.

☰This week’s planagreed Friday

Four things, in priority orderRudy proposes. You cut what does not belong.

Planned

Each one has a reason attachedNot a feed. A short list you both signed off.

Planned

Anything you rejected stays rejectedHe does not quietly re-propose it on Tuesday.

Noted

Rudy drafts. A person sends. Every ask goes out from someone the recipient knows, and anyone along the way can say no.

Reach

Why Priya and not Dev. In plain English.

Three people here know Maya. Only one of them should ask. The extension says why next to every path: how the two actually know each other, how recently they spoke, whether this connector has answered before, and whether a rule blocks the route. You ask the right person instead of the nearest one, and you can say why if anyone asks.

☰Why Priya, for Maya Suttonbest of 3

How they know each otherPriya ran Maya’s account at Datadog for four years.

Real

How recentlyEmailed in August. Met at a customer dinner in June.

Recent

Track recordAnswered both past asks within a day.

2 of 2

Why not DevSame class at Stanford, no contact since. A cold note with a name in it.

Weak

Reach

A new VP started last month. That is the window.

New people buy. They are still forming opinions, still allowed to change things, and still taking meetings. Your CRM knows the title changed. Rudy tells you who on your side already knows them, so the first touch is not a cold note to someone in week six.

☰New in seat, target accounts4 this month

Klarna, VP RevOpsStarted five weeks ago. Two of your team worked with her at Monzo.

2 routes

Workday, Head of PlatformStarted last month. One customer of yours reported to him.

1 route

Maersk, new CISOSix weeks in. Board member knows him, gate applies.

Gated

Datadog, new VP EngNothing in any pillar. Cold is the honest answer.

Cold

Open

Twenty accounts. Eighteen people already know a customer of yours.

A name-drop campaign is only worth running if the name means something to the person reading it. Rudy works the target list against your customer base, finds the people who genuinely worked alongside a customer, and drafts each note around that specific shared history rather than a template with a logo in it.

ClaudeBoomerang MCP

who at this week’s 20 accounts has worked with one of our customers

Eighteen people across fourteen of the twenty. Six worked directly with a case study customer, the rest with power users. Each note references the actual overlap, not the logo:

One of the eighteen

Dee, you and Marcus Webb ran the same migration at Halcyon before he moved on. He is using us for the thing that made that project painful. Worth twenty minutes?

boomerang.search_paths boomerang.get_connector boomerang.draft_ask

Open

One hop or two. Rudy drafts every step.

One hop: you ask Priya, and Priya knows the buyer. Two hop: you ask a CSM, the CSM asks their champion, and the champion forwards a short note to the buyer. Rudy writes each message for the person sending it and tracks every step, so a two-hop ask is no harder to run than a one-hop one.

Hop 1

You to Maria, CSM for ArmisSlack DM

Jordan Pace at Armis reported to Snowflake’s CTO. Would you ask him if he’d introduce us to Maya Sutton? Draft for him below.

Hop 2

Maria to Jordan PaceEmail

Jordan, a favour if you’re up for it. Our SDR team would value twenty minutes with Maya Sutton at Snowflake. Happy to send a two-line note you can forward.

Forward

Jordan to Maya SuttonEmail

Maya, Dev’s team helped us cut exactly the vendor sprawl you mentioned. Worth a short call? Copying Dev here.

Each person gets a draft in their own voice and can say no. The person at the end hears from someone they know, never from Rudy.

Protect

The board is not a pipeline lever.

An SDR sending three board asks a quarter for $50K deals trains the board to stop responding, and inside six months the pillar is gone. Rudy applies the gate before anything is surfaced, so the rep never sees the ask they should not make.

# sdr-emeagate applied

RudyApp10:41 AM

Maersk clears the board gate: the ACV is above the threshold and the account is flagged tier 1. This one goes through the CEO, not from you.

Escalation check

AccountMaersk, $310K expected ACV

GateBoard pillar unlocks at $250K

RouteVia the CEO, through the Chief of Staff

AlternativeTwo team-network routes available now

Request the board ask Use the team route instead Not yet, revisit at stage 2

Inside track

Your team’s calendar is full of warm paths.

Inside track looks at your teammates’ meetings over the next two weeks and checks who the external attendees know. When someone already on the calendar can open a door at Snowflake, you see it before the meeting and ask your teammate to bring it up. You pick who gets the ask and review it first, and Rudy delivers it on Slack.

☰Inside track: Snowflakenext 2 weeks

Thu: Priya meets Elena Rossi (Lexora)Elena worked with Maya Sutton for four years.

High

Mon: board prep with Tom HaleTom sits on a portfolio board with Snowflake’s CRO.

Likely

Wed: Sam’s QBR with ToastToast’s COO used to run sales ops at Snowflake.

Likely

The trigger comes from your stack. Rudy does the relationship work.

Salesforce, HubSpot and Attio Clay Common Room and Outreach Your own calendars and call recordings

And he shows up where the work already happens.

Chrome, on LinkedIn and company websites Your team’s upcoming meetings, with Inside track Slack, including shared customer channels On the CRM record Claude and ChatGPT, over MCP HTTP API and webhooks

The rules Rudy keeps

Connector capital is a budget, not a tap.

Every pillar has a different cost and a different refill rate. The limits are set per source, and Rudy applies them before anything is surfaced, so the only asks anyone sees are the ones they are allowed to make.

Your own team

YesAlways, and it is the AE’s first stop rather than a fallback.

NeverNothing. Never skipped when a path exists.

Customer champions

YesDirectly. The AE owns the deal relationship and Rudy does not insert a layer that is not needed.

NeverWhen the customer relationship is fragile. Then it routes through the CSM.

Partners

YesRouted through the Partner Manager, who talks to the partner.

NeverDirect outreach. Same rule on every playbook.

Board and investors

YesAt $500K ACV and above, routed through the CEO.

NeverBelow it. Board capital is for the deals that move the number.

The connector contract

You will say yes or no to every ask. No silence.

Every connector agrees to one rule. Someone who ghosts three asks is telling you they would rather not be a connector, and that is a fine answer. Better than silence, because silence is what trains the next person to stop asking. Both sides protected.

YesNot nowWrong personI’d rather not

On the scoreboard